January 15, 2026 • 50 mins
Join Dr. Lewis in a conversation with Natasha Hemmingway. Natasha is a sales consultant, coach, and speaker who works with corporations, start-ups, and entrepreneurs to build authentic, purpose-driven sales strategies. She is the founder of Heart Not Hustle®️, a sales coaching firm focused on helping leaders connect their business goals to meaningful motivation, driving results without sacrificing integrity. Email: dawn@natashahemmingway.com Website: https://natashahemmingway.com
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Success 4 Women is broadcast live Thursdays at 2PM ET on W4WN Radio - Women 4 Women Network (www.w4wn.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Success 4 Women TV Show is viewed on Talk 4 TV (www.talk4tv.com).
Success 4 Women Podcast is also available on Talk 4 Media (www.talk4media.com), Talk 4 Podcasting (www.talk4podcasting.com), iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.
Become a supporter of this podcast: https://www.spreaker.com/podcast/success-4-women--3126970/support.
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Speaker 1 (00:00):
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(00:20):
be directed to those show hosts. Thank you for choosing
W four WN Radio.
Speaker 2 (00:24):
BIS Success, Successful, Heart Suces, Rise.
Speaker 3 (00:46):
Successful Women.
Speaker 4 (00:57):
Did you know women represent just three of Fortune five
hundred CEOs and less than fifteen percent of corporate executives
at top companies worldwide? Have you wondered what the secrets
are to getting into the top ranks, whether in the
private or public sector. Do you want to figure out
how to stop being held back in your career? Are
(01:20):
pasted over for promotion? Then you're in the right place.
Speaker 5 (01:24):
Hi.
Speaker 4 (01:25):
I'm doctor Mattlanane lewis President and CEO of the Executive
Women's Success Institute. I have decades of experience in the military,
the federal government, and corporate America, and my mission is
to help women succeed and tap into their full potential.
I want to reach a million plus women around the
(01:45):
world to become the leaders they are meant to be.
So if you want to move into a management or
executive level position, or maybe you are a female veteran
transitioning out of the military into business entrepreneurship, and then
reach out to the Executive Women's Success Institute at three
zero one six' nine three three two eighty four.
Speaker 6 (02:08):
Let us get you on the fast track to.
Speaker 4 (02:12):
Success, Well, hello and welcome to The success For Women's,
show where you can view us On talk FOR tv
and listen to us on The women For Women. NETWORK
(02:34):
i am Doctor Madeline Ann lewis your, host and my
mission is to help women.
Speaker 6 (02:40):
Accelerate the path to. Success, well today's.
Speaker 4 (02:44):
Topic Is hello, Clients hello, cash and my guess is
none other Than Miss Natasha. Hemingway, well let me give
you just a little background On Miss. Hemingway Natasha hemingway
is a sales, consultant, coach and speaker who works with, corporations,
(03:05):
startups and entrepreneurs to build, authentic purpose driven sales. Strategies
she is the founder Of Heart Not hustle a sales
coaching firm focused on helping leaders connect their business goals
to meaningful, motivation driving results without sacrificing. Integrity with over
(03:29):
sixteen years of experience as a senior sales manager at
A fortune five hundred, Company natasha brings deep industry expertise
paired with empathy shaped by personal. Transformation now she helps
organizations and entrepreneurs master their sales, process strengthen, leadership and
(03:52):
maximize impact by leading with heart and not. Hustle so
Today i'd like to bring on to The Successful Women's,
show Miss Natasha.
Speaker 5 (04:03):
Hemingway thank you so, much Doctor. MADELINE i appreciate the.
Intro i'm excited to be here and have a.
Speaker 4 (04:10):
Conversation, well it is great to have you to be
here take time out of your busy. Schedule so before
we get, STARTED i usually read the standard bio about my,
guests but THEN i like to have them to just
just tell us what you want us to know About Natasha.
Speaker 6 (04:30):
Hemingway.
Speaker 5 (04:31):
YEAH i, MEAN i think the bio says all of the, stuff,
right all of the things that you've done and working
at corporate and being nine years now in the entrepreneurial.
Space But, Honestly i'm just really really passionate about helping
individuals become more.
Speaker 7 (04:48):
Profitable. RIGHT i think all of us has something that
we're purposed to.
Speaker 5 (04:52):
DO i believe that the thing or the idea or
the vision or whatever you're pathy, at corporate or, entrepreneurial
it's purposeful when we're bought into. It but sometimes the
profitability piece gets, lost and people have these fears or
preconceived notions around, sales, right it gets a bad rep
(05:14):
and really it's it's always say this is that you
know WHEN i think about, sales it's not a personality.
Speaker 7 (05:22):
Trait it's a skill. Set, Right so someone's not born
being good with.
Speaker 5 (05:26):
Sales BECAUSE i hear that a, lot Like i'm just
not good with sales in this great, business and Like
i'm just not good at, sales And i'm, like that's,
okay that's, okay there's, hope, Right because.
Speaker 7 (05:35):
It's not a personality, trait it's a skill. Set so
learn what looks.
Speaker 5 (05:40):
Like and even when you're working in, corporate you're you're
developing and you're selling something all the, time whether it
be your, brand your, idea your, voice and so really
it's Just i'm super passionate and intentional about the work
THAT i. Do And i'm always honored of WHO i
get to serve because when we can allow.
Speaker 7 (05:58):
And Especially i'm just going to land on this, side
but especially, women.
Speaker 5 (06:01):
Right, yes, yes money is an, amplifier, right and you
can do more good or you can do bad with.
It BUT i know something to be, true like when
we put money in good women's, hands like we just
do more, things, right it's not coming from this selfish,
place like we do more for our, Community we provide
opportunities within our business for.
Speaker 7 (06:22):
Others there's so.
Speaker 5 (06:23):
Much so that's a little bit about like just WHAT
i do and. Why, REALLY i think it's more important
not What i've, done but the.
Speaker 6 (06:30):
Why WHY i needed to do.
Speaker 7 (06:32):
It.
Speaker 4 (06:33):
Absolutely, NOW i have to tell, You i'm one of
those people that's always, saying you, KNOW.
Speaker 6 (06:38):
I DON'T i don't like. Sales i'm not good at.
Sales SO i deslutely one of.
Speaker 4 (06:43):
Those but you know, WHAT i have a friend and
this GUY i ALWAYS i always laugh at him AND
i tease him all the time BECAUSE i tell, HIM i,
said you know, what you can sell ice to an?
Speaker 6 (06:54):
Eskimo is that?
Speaker 4 (06:57):
Good and it's like it, is it just doesn't hit you,
know he'll talk to, you but it doesn't seem like
he's really selling.
Speaker 6 (07:05):
You but by the time he, finished, yes, YEAH i want,
that you, know, Right.
Speaker 7 (07:10):
And there's an art to.
Speaker 5 (07:11):
That like people think skill sales is like this. Thing
it's this icky exchange or people being pushy or, manipulative
and it's, like, no there's an art to it that
allows people to.
Speaker 7 (07:22):
Needy and lead with.
Speaker 5 (07:24):
Heart and because really selling is, serving, Right SO i
try to demystify a lot of things and really get
down to the. Root is like your root calls and
goal is to serve the person that's in front of.
You you have, something, right it's the problem me to
need gives them a break, through whatever it, is and it's,
like that's your, gift, right your thing that you, Do
(07:45):
like the thing that you do Doctor. Mallin we listen
to the, intro like your, background you're, wide the thing
that you do helps unlock someone. Else so when you, say,
Oh i'm.
Speaker 7 (07:54):
Not good at, sales it's, like, no it's not about.
Speaker 5 (07:55):
Sales it's about you sharing your with other people so
that they have access or impact your breakthrough what they.
Need so it's this beautiful mutual exchange and people like
that that operate like your, friend like they understand.
Speaker 7 (08:08):
That.
Speaker 5 (08:08):
Right it's really about the person you're serving and the
value and your, belief, right your Belief.
Speaker 4 (08:14):
So, yeah, Wow so tell me, now your brand is
built around the philosophy of heart not. Hustle what does
that truly mean and why is it so important in
today's sales?
Speaker 6 (08:28):
Environment?
Speaker 7 (08:29):
Yeah oh.
Speaker 5 (08:29):
Man so coming from corporate sales in the pharma and
med device side and being on the sales, side being
on the management, side it can feel very much like
a hustle and a. GRIND i was fortunate to be
able to sell products that actually affect patience, lives, right
SO i always, say AND i WHEN i started moving
(08:50):
into the entrepreneurial space of, sales, coaching sales consulting and,
speaking is, like the thing that literally just went off
of my head is this is not about. Hustling it's about.
Heart it's the heart to serve the people that have
come to you that need something, right and it's making
sure that that doesn't stay out of. Balance Because i'll say,
this when you are an, entrepreneur let me.
Speaker 7 (09:09):
Speak from that.
Speaker 5 (09:10):
Side your money does, matter but sometimes that money when
you're talking to people or you're worry or you're concerned about,
money can spill over into people and then you start
hustling them and it feels. Uncomfortable so it's really understanding
that like sales really isn't about hustling. People it's not
about manipulating. People it's not about being this, persuasion but
it's operating from a place of always say, integrity, right
(09:32):
great and?
Speaker 6 (09:33):
Confidence?
Speaker 5 (09:34):
Right how do you operate from a place of competencies
and grace to sell and serve the person that's in
front of, you, Right so it doesn't have to be
from a place of hustle because nobody wants that. Anyway
you don't like being sold to that, way, right and
no one wants to feel like they have to do.
Speaker 7 (09:51):
That so like why are we doing? It why is
that the perception with.
Speaker 5 (09:55):
Sales so it's breaking that and busting that and, saying,
really you can operate from a place of heart and
strategy and process and integrity and confidence and ease and.
Grace but there is also it's not enough to be.
Passionate you also have to be, profitable, Right so not
just the heart behind what you do and who you,
(10:15):
serve but you also have to be. Profitable so then
that's where that skill set comes. In is like understanding
what is the sales process in your? Business do you have?
ONE a lot of people don't even know that they
need a sales, process, Right gritting a sales process and
a sales. Strategy those are foundational pillars to building out
your business so you can really operate from a place
(10:36):
of heart and.
Speaker 7 (10:37):
Service and not scarcity and hustling.
Speaker 5 (10:40):
People because you're worried about lack of money in your bank,
account right or you kind of believe, it or who's
gonna like?
Speaker 7 (10:46):
It who's going to buy? It and what's the? Price
like when you have a process and.
Speaker 5 (10:49):
A strategy around sales that gets to be moved and
then you really truly get to fully show up in, service.
Speaker 6 (10:57):
Right woh absolutely. ABSOLUTELY i mean when you put it that,
WAY i get.
Speaker 4 (11:03):
It it's just like you, say it's a, skill and you,
know some people just have that's. THERE i guess that's
their e that's their, gift and that's that's not WHAT i.
DO i, Mean i'm not like WHEN i Say i'm
not good at, it it's BECAUSE i prefer to do something.
Speaker 6 (11:21):
Else that's just not my.
Speaker 4 (11:24):
Area you, know if it's something a, PRODUCT i don't
care what it. IS i, look, okay you take this
and you go ahead.
Speaker 6 (11:31):
And you handle that for.
Speaker 7 (11:32):
Me.
Speaker 6 (11:32):
Okay, well and what.
Speaker 7 (11:35):
There's nothing wrong with that is like having a salesperson
in your business or a biz deaf person in your.
Business that's, FINE i tell.
Speaker 5 (11:42):
People but you, know as a founder and, owner we
carry a certain gravitas and there's no one that will
sell your baby and your idea better than.
Speaker 7 (11:51):
You so it's not even, selling it's, like are you
willing just to share? It or how about?
Speaker 5 (11:55):
THIS i always, say you're gifting Might let's say, you for,
example the thing that you you have been blessed, with
you have worked hard, for that you've bowed and sewn
into that is a gift that is meant to be.
Given gifts are not meant to be, hidden, Right SO
i always, say don't keep someone else's destiny trapped.
Speaker 7 (12:13):
In your own.
Speaker 5 (12:13):
Mouth really, like open your mouth and share the thing
that you, are that you're so good at that someone else,
needs and that unlock there's.
Speaker 7 (12:22):
Yourself.
Speaker 5 (12:23):
Right but also there are certain founders or owners that
get to a point where they're, LIKE i don't want
to carry that. ROLE i don't want to carry the revenue.
Seat let's say an order, CHARY i don't want to
be the revenue. PERSON i don't want to be in
charge of.
Speaker 3 (12:35):
It and that's.
Speaker 5 (12:36):
FINE i just tell people it's really really important to
have a sales process and a strategy that is built
in your business so that you can hire someone that's
able to then lock into that patient position and do
what you do, well because otherwise what happens is founder's.
Owners they're, LIKE i don't want to do. Sales it's
and then you expect this person to come in and, field, grow,
(13:01):
scale sell the thing that they. Do And i'm, like
but you've not given them a proven, process and so
they get frustrated because they're, Like i'm spending all this
money on this person sales and they had all this,
great you, know background, experience and they've been successful, elsewhere
AND i thought this was the person And i'm money
and they're not getting the job done Or i'm still
(13:22):
the one doing the, sales And i'm, like that's because
we don't have a sales, process nothing repeatable.
Speaker 7 (13:27):
In the business for the person to. Follow to have
a blueprint to be successful.
Speaker 5 (13:31):
From so it doesn't matter which angle you want to sit,
at like at the bottom, base all of us have
to have a process and of.
Speaker 6 (13:38):
Strategy, wow that is you know.
Speaker 4 (13:43):
THAT i GUESS i just never looked at it from
that point of. View but you're absolutely, right and you
know that brings me to my next. Question you know
many people associate sales with pressure and. Persistence how do
you redefine sale through authenticity and Present, yeah.
Speaker 5 (14:04):
It's like WHEN i happened this week WHERE i have
someone that was referred to me AND i was on
a sales strategy call with, them AND i told, THEM i,
said from the, BEGINNING i, said let me be very,
clear like.
Speaker 6 (14:16):
This is not my.
Speaker 5 (14:17):
Show i'm not pitching. YOU i, Said i'm really here
to collect a lot of and extract a lot of
information from you so THAT i can help you make
the best informed. Decision and when we get to the
end of, this if it makes, sense THEN i will
extend the. Invitation if it, DOESN'T i will figure out
where else you need to. Be who DO i need
to refer you to that can get you the help
(14:38):
that you. Need and so WHAT i say to them
is like when we started this. Call there are some
things THAT i need from you in a verbal.
Speaker 7 (14:45):
Agreement morals and values my company are transmit, authenticity.
Speaker 6 (14:50):
Integrity.
Speaker 5 (14:51):
RIGHT i need you to fully be who you. Are
and when you're selling, something your authenticity it. Matters it's
part of your, brand, Right it's part of the culture
that you're creating your. Company and in order for people
and for that to be, reciprocated people need to feel that.
Speaker 7 (15:09):
Authenticity who are?
Speaker 5 (15:10):
You are you one person, online one person on a,
podcast and then you get in front of, people you're completely,
different or you get behind the scenes and how you
treat your employees of people that work with you or
that support, you are you? Different so that authenticity should
be a fabric of whatever it is you're.
Speaker 7 (15:26):
Doing, Right so when it comes to, sales whatever you're,
selling the authenticity that you bring to that brand also
seeps into the integrity the, brand the, marketing and so
that people really have a sense that before they get
in front of, you they understand and make. Sure it
also helps with that, alignment, right are you talking to
(15:46):
the right? People who are your? People?
Speaker 5 (15:48):
Right and so when you resonate with people and there's an,
authenticity people can judge that and they can be, like,
huh that's for me or it's.
Speaker 6 (15:55):
Not knowing who's not for you is just as.
Speaker 5 (15:58):
Important but but you, now, Right and SO i think
that authenticity is important period in what you're.
Speaker 7 (16:06):
Doing AND i think that when you.
Speaker 5 (16:09):
Look at, sales a lot of times the authenticity is
lost when the hustle is, increased, right or the pressure
or the, stress and it usually is coming from the
person that needs to meet a, number meet a, quota
make a certain dollar.
Speaker 7 (16:24):
Amount And i'm, like.
Speaker 5 (16:26):
We set a process and a, strategy we have to
worry less about, that and then you can really show
up again sharing the thing that you so deeply believe
in that you chose to build a business around.
Speaker 7 (16:38):
It.
Speaker 5 (16:38):
Right so it's like you can have one without the
other one, percent and people also respect that and they
will refer people to you because of the exchange that
they had with.
Speaker 7 (16:52):
You. Right.
Speaker 6 (16:54):
Wow you, know it's.
Speaker 4 (16:57):
Especially like with the, pressure Because i've been on you,
know things like somebody will have something where they'll, Say,
okay we're doing like this three day training and it's.
FREE i, MEAN i know going into it it's, free
but at the end they're going to, sell try to
help their product or what have.
Speaker 6 (17:15):
You and WHAT i GUESS i don't like is when
at the.
Speaker 4 (17:18):
End of it they get to the end and then they, go,
oh well you have to get it today or buy
seven pm tonight or something like, that or it goes
away or this price goes. Away at that, Point i'm, Thinking, okay,
well what IF i want to do a little more,
research you, know to see if WHAT i really want to.
(17:40):
DO i, mean that's the PART i guess, TOO i
Don't that's where the pressure part comes in to.
Speaker 5 (17:47):
Ye, right, well AND i think from a sales psychology,
standpoint what that comes from is is that and this is, important,
right is to create a sense of, urgency right because
human behavior what, Happens we're, LIKE i came to this,
thing so you were already somewhat convinced that you need
(18:08):
whatever this service or product is that they, Have. Right
so that's an urgency is as we know as, humans
we are consuming fifteen million, things, right and we are
also doruggling fifteen million. Things so a lot of times
that urgency that you hear with the deadline is for
you to make a, decision right because human behavior.
Speaker 7 (18:29):
Is Oh i'll get to that later means it never, happens.
Speaker 5 (18:33):
Right, right or the information you've, consumed they, say there's
studies that, like let's say you go into an all day.
Training by forty eight, hours about ninety percent of what
you learned has already.
Speaker 7 (18:44):
Gone so there's this human behavior and psychology.
Speaker 5 (18:49):
Piece but, again what happens is is that whoever selling
really does have the opportunity in how that delivery. Happens,
Right so the way THAT i make you feel about
that urgency is, important, Right it's there's two. Differences you
(19:10):
got forty eight hours and there's only seven left and
you better get.
Speaker 7 (19:13):
It and then they hit you again with another email
an hour. Later right then they pop up in your
ecops the next.
Speaker 5 (19:18):
Day that's like, okay, Okay like that's a little, much, Right, Versus,
hey this is a limited opportunity because we want you
to take action because we know human behavior says you want,
to but later you're gonna forget about. It so in
the event that you are, interested now is your time
because we want you to take action because if this
(19:39):
is going to help you do that and you are that,
person go take.
Speaker 7 (19:42):
Action so those are two different.
Speaker 5 (19:44):
Things, Right that's two DIFFERENT i just spitball, that but
like two different ways of seeing, that like, aggressive like
machine like on you Versus, Hey i'm gonna be transparent
with you because guess what human behavior?
Speaker 7 (20:00):
Says guess?
Speaker 5 (20:01):
WHAT i know you're, here you're someone, interested and we're
going to limit this offer and close it off to
those who are really serious about taking. Action like transparency again,
authenticity two different ways of putting, that but also creating
that urgency for those people who are serious to actually take.
Speaker 7 (20:16):
Action.
Speaker 4 (20:17):
Wow so how can corporations and entrepreneurs identify the heart
behind their business before developing a sales?
Speaker 6 (20:28):
Strategy?
Speaker 7 (20:29):
Yeah oh this.
Speaker 5 (20:30):
ONE i always say marketing and sales two separate, lanes
but yet they really do run together very, evenly and
sales and marketing should be. Talking and SO i think
before you're jumping into the sales strategy or the process
and doesn't work for this, person we often eliminate the
(20:51):
very person that we're trying to sell the thing. To
so it's market. Research do you know what people? Want
do they care about? It but sometimes we have a
preconceived notion right that the people need this and they want.
It it's, like do the market research, Right so do
the market research because that again is respectfully having heart
(21:12):
and consideration for the person that you're, Serving, right what
is it that.
Speaker 7 (21:16):
They, want why do they need? It? Right what do they?
Need why do they need? It and then how is
it going to help?
Speaker 5 (21:22):
You because when you understand that heart that lies behind
your buyer, right that's why we talk about the buyer
persona OR, icp individual client, profile whatever you want to call, it,
avatar they're all the, same but you have to realize
you're in service of. Them so the best way to
not miss the mark right when you're building out your
(21:44):
sales process and strategy strategy is to know who you're.
Speaker 7 (21:46):
Serving so who you're, serving what do they, need why
do they need?
Speaker 3 (21:52):
It?
Speaker 7 (21:52):
Right and what does? It how does it benefit?
Speaker 5 (21:55):
Them because when you do, that that helps you actually
create and shape your value. Proposition it helps you, say
shape yourselves messaging and helps shape the delivery of how
you sell to them or YOUR gtm what we call
our go to your go to, market, like all of
that is threaded into, there and so that heart piece
really is caring about the person you serve and less
(22:17):
about how you're going to go get their.
Speaker 6 (22:19):
Money, okay because when you.
Speaker 5 (22:21):
Serve, people that's like creating value in the through the
eyes of the. Buyer when you focus on the person
that you're serving and explaining how they benefit from, them
you will sell more. Stuff whatever it is you're going
to sell more. Stuff but we often forget that and
we quickly jump into like How i'm gonna sell? It
what'sposed to help delivery m it's your first.
Speaker 7 (22:44):
Part for the people that you, serve the process and
the strategy to support that.
Speaker 4 (22:50):
Hmm and THEN i guess when they jump into it
like you, said and then and then that's when the
pressure part comes in, too when they instead of if
you do it.
Speaker 6 (23:00):
Backwards, yeah if you do it back that's where the
question part comes.
Speaker 5 (23:03):
In one thousand, percent because it's LIKE i tell, clients
it's like shooting spaghetti at the.
Speaker 7 (23:07):
Wall it's, Like, Okay i'm gonna throw this up.
Speaker 5 (23:09):
Here then it's start sliding right and you're, like, oh
let me throw something else up, there and then you
you're losing and you don't have with so many, hands
hands and feet right to.
Speaker 7 (23:18):
Ketch and so when you do this part right makes
it so much.
Speaker 5 (23:24):
Easier LIKE i did a presentation THAT i did a
keynote at a national staffing.
Speaker 7 (23:30):
CONFERENCE i don't know it was last summer or last.
Whatever i'm spoken there about.
Speaker 5 (23:35):
Times and my point is is that at this, conference
one of the keynotes THAT i talked about is is that,
like closing is not the, thing, Right like everybody puts
it around closing like oh my, gosh they build up
all this energy and. Pressure, no it's really about did
you do all the right set things in the sales
process up to before you ever get to a, close
(23:55):
so by the time they get to a, close they're,
like like you said about your, friend like, YES.
Speaker 7 (23:59):
I need, THAT i want. It, yeah you taken time
to understand you as a, buyer, right what do they?
Want how does it benefit? Them what's the value of?
Speaker 5 (24:10):
That and it's really important through your sales, process seal,
strategy and sales messaging to understand how to articulate that
back to your client or your customer or your buyer
so that you get all this unnecessary.
Speaker 6 (24:24):
Pressure absolutely that and that totally makes.
Speaker 4 (24:27):
Sense, yeah it does to do to do it like you,
SAID i GUESS i would say the right way instead
of doing it.
Speaker 6 (24:35):
Backwards the right.
Speaker 7 (24:37):
Way, customers your customer first all the.
Speaker 3 (24:40):
Time. Hm.
Speaker 4 (24:41):
Wow so what are the most common mistakes that you
see in organizations and entrepreneurs make when it comes to
their sales.
Speaker 5 (24:52):
Process, YEAH i think one of the biggest. GAPS i,
mean there's there's many that all can be worked on and.
IMPROVED i consult For International pricing consulting, firm AND i
absolutely love the work that we, do and that is
one of the biggest apps in corporations and companies is.
Pricing not understanding how to increase, margins make more, money
(25:17):
be more profitable around. PRICING a lot of times people
who are in, sales they are pricing something instead of
pricing to win the, deal they are pricing to not
lose the. Deal so they do as our fauniler, says
so they do a lot of there's a lot of
fear based. Pricing there's a lot of, discounting, right and
that actually waters down the. Value and so pricing carries
(25:40):
this heavy area of fear or challenges or a lot
of subconscious thinking about because the way you were raised
money absolutely affects how you sell when you're talking to your, clients,
Right sometimes when our clients at the best he is
like we have to be careful as sales reps to
(26:00):
not sell people from our own. Wallet, right it's not your.
Speaker 6 (26:03):
Money, exactly it's not your.
Speaker 5 (26:06):
Money who are you to say they can't afford this
or they Can't but, anyway the pricing area is, like
it's a heavy area that, corporations, companies whether it's setting
price helping their sales reps understand how to increase prices
or defend price increases or price, decreases or discount requests
(26:28):
by defending.
Speaker 7 (26:28):
Value so it's it's a very big gap THAT i
see in the market a. Lot.
Speaker 4 (26:33):
Wow now that is that is really interesting when especially
where you said don't as a salesperson you have to
be careful not to sell from your, wallet BECAUSE i
think that is one of the things that you hear about.
Sales for, example how people will look at maybe what your.
(26:56):
Price say if they go to my website and they
see that that, OKAY i do, coaching but if the
price is real, low.
Speaker 6 (27:03):
Then they may, think, oh well she's probably not that.
Good yeah you, know you.
Speaker 4 (27:09):
Know but the thing of it, is if you have
like a twenty five thousand dollars price tag on, it
Then i'm thinking to Myself, okay, WELL i know that
you know the program THAT i may offer for that.
Speaker 6 (27:26):
AMOUNT i know what you're.
Speaker 4 (27:28):
Getting but, see like you, SAY i might not know
how to sell, it because Then i'm selling it right.
Speaker 6 (27:35):
Right maybe looking at their.
Speaker 4 (27:37):
Wallet, okay they oh, no they're not gonna want to pay,
That SO i don't, know you, know and then.
Speaker 6 (27:42):
You start that's the way you start.
Speaker 4 (27:44):
Thinking SO i totally understand that when you, say don't
make the mistake of selling from your.
Speaker 6 (27:49):
Wallet oh my.
Speaker 7 (27:51):
Pricing carries so much brain. Power it. Is it's.
Speaker 5 (27:56):
It And i'm a biology degree by, like my college
is in, biology So i'm fascinated with like the, brain
the subconscious. Neuroscience that stuff gets me every. TIME i
can geek out it all the. Time so sales psychology
and understanding human behavior and how we show up and
assumptions that we.
Speaker 7 (28:13):
Make it's really not about like the skill. Set most salespeople,
like you can teach them a skill, set they can
go demo it doing in front of the. Client it's like.
Speaker 5 (28:22):
Cool the biggest thing is the. Mindset it is the.
Mindset the. Ego the problem is the biggest thing that
trips people. Up and that is one thing that is
most glaring when you talk about. Pricing, wow, mindset.
Speaker 7 (28:36):
That is that is so.
Speaker 4 (28:38):
INTERESTING i, mean LIKE i, said you hear this all the.
Time i've heard, it you, KNOW i hear that a
lot about the way you think about selling or whatever
is normally based On it could be based on your,
upbringing it could be based on your you, know your.
Background it's based on a, lot like you, said a
(28:59):
lot of. Things, wow it's that IS i, mean And
i've heard that, before and maybe who, knows maybe that's
Why i'm SO i don't like really doing the sales
aspect of it BECAUSE.
Speaker 7 (29:13):
I JUST i.
Speaker 6 (29:14):
DON'T i don't want to go back and.
Speaker 7 (29:15):
Forth.
Speaker 6 (29:16):
ONE i don't want to go back and forth with,
people right, right you know the person to know.
Speaker 4 (29:21):
Didn't they want to, Negotiate well can't you you, know
oh and the police don't have let somebody, say well
can't you hook the system up?
Speaker 7 (29:30):
NEW i can't because they don't want be in business.
Speaker 6 (29:34):
Exactly you, know you're inevitable.
Speaker 5 (29:36):
To anybody that comes your, way, right what are you
doing running a? Business it's like, this like that's.
Speaker 4 (29:41):
Not they want to, negotiate and it's it's one of
those things like another thing that they, say people will
buy what they you, know what they. WANT i, mean you,
know rather some will buy whether they can afford it or,
not but if they feel.
Speaker 6 (29:56):
They want, it they're going to pay whatever the price
is for.
Speaker 3 (29:59):
It.
Speaker 7 (30:00):
Absolutely, listen.
Speaker 5 (30:03):
People one thousand percent always buy not only the things they,
need but also the things they. Want like it just
is what it, is and so people value the things
that they value and they will figure the money. OUT
i tell my clients all the. TIME i said it this,
week like your client's. Money business is not your, business
(30:26):
so stay out of.
Speaker 7 (30:27):
It, okay it's not your business.
Speaker 4 (30:34):
Because they want to do.
Speaker 7 (30:37):
Yes i'm, like they're going to make the.
Speaker 5 (30:39):
Decision and if we've done a good job in our sales,
process in our sales, messaging in your, marketing before they
ever get to, you or call with, you or a,
strategy call, discovery whatever it, is, right they already know
to some extent that they want you are they going they?
Want that's not really your job at that. Point you're
not there to sell. Them it's crazy.
Speaker 4 (31:01):
Energy that's sort of like when you're watching some of
these commercials and all of a sudden you pick up
the phone and you want to order what They're.
Speaker 7 (31:11):
It's like even the. Ads think about all the ads
we encounter through social, media, email all of. That it's,
like you know what you, want what you don't? Want
when you add that.
Speaker 5 (31:22):
Bad boy to your, car now you may second guests consider.
It they'll send you now little marketing push emails and be, like,
hey you left this in your. Car it's waiting, right,
absolutely like it's all there to work mentally on. You because,
again what do we do as. Humans we don't make
an immediate. Decision we end up for getting. Right so
(31:42):
there's ways that they come, in tap, in try to
purchase you, right remind you of, like remember you wanted this?
Speaker 6 (31:49):
Thing you wanted. THIS i get that in my text
all the, time And i'm, thinking how did you even know?
THAT i put it in my? Car and THEN i,
said algy.
Speaker 4 (32:03):
All the.
Speaker 6 (32:03):
Tech, wow that's that's that's.
Speaker 4 (32:06):
Interesting so now you've worked with Both fortune five hundred
companies in The fortune five hundred environment and. Startups so
how does your approach to authentic things differ or stay
the same across those.
Speaker 5 (32:23):
Spaces, YEAH i, MEAN i think, honestly after being in
corporate sales and having the, honestly the blessing and the
opportunity to go through real legit sales training because most
pharma not, most but pretty much all of, them pharma
and med device, companies they have full service size sales
(32:44):
departments that live in their Corporate Like i'll never forget
WHEN i started, WORKING i had to go four weeks
to go away for sales, training, right sales, training learning the,
product all these, things and so, honestly the basics don't.
Change the, basics don't change your style and your adaptability
and how you actually execute on that is what, happens.
(33:05):
Right and the sales process can sometimes look different from
business a, business but it's not really far. Off like
sales is, SALES i tell you all that all. Time,
listen it's not really anything new under the. Sun it's
someone's delivery or how it connects with you or does
that approach make best. Sense but at the, foundation there's
(33:25):
a sales, process, right the sales conversation that you're having
with your. Client there's, pricing there's the follow, up there's a,
close there's a continuation. Phase some processes are step, deep
summer seven s or, ten depending on the complexity of the.
Deal the deal, size the. Audience how many decision makers
are layered into. That but at the end of the,
day that foundation is, there but the actual style and
(33:49):
execution lies within the Human that's WHAT i tell. People
i'm very much an, extrovert BUT i don't expect my
clients to all be extroverts in.
Speaker 6 (33:57):
Act and look like.
Speaker 5 (33:58):
Me, no we're here to develop their sales process that
makes best sense in their, business their sales, strategy and
also their, seals their authentic sales.
Speaker 7 (34:07):
Voice, right need to sound like, me like Doctor, Matlin
you're not a person that you enjoy.
Speaker 5 (34:12):
It we'd have to figure out and discover what does
that look like and sound like for you in your
business or you and your biz dev Rep. Right i've
work with founders who have THEIR coo be a part
of it because THEIR coo is starting to carry more
of the, sales so we figure out what that looks
like for their firm or their agency or. Whatnot in,
(34:34):
corporate a lot of times definitely more of a uniformed.
Speaker 7 (34:39):
Approach.
Speaker 5 (34:39):
Right they usually have something, developed so we're usually there to, enhance, amplify,
Improve but every single person in that room is completely
different the sales how they view, sales how they view.
Money all of that's in. There so when you talk
about the authenticity to, sales it's really empowering whoever the
(35:01):
salesperson is the autonomy and the independence because that's the
beauty of sales that they get to operate from by
sticking to the, foundation but also having that creative approach
and then also being authentic to, yourself your relationships with
your customers or, clients how you show, up what's your,
style how do you approach? Things those things get to bubble,
(35:21):
up but first you got to have the foundation down
and understand. It.
Speaker 6 (35:26):
Wow so what do you think what mind?
Speaker 4 (35:31):
Shifts mindset shifts are necessary for women in sales or
in leadership roles who struggle with, confidence, rejection or self.
Speaker 5 (35:41):
Doubt, yeah that is a big. One that one IS
i first think. That in, another Like, KEINO i talk
about the six reasons why people don't buy. Right one
of them is that they don't believe you because you
don't believe you. Right and so whether it's your personal
(36:02):
brand or the product that you're, selling you have to
be compelled enough to believe, it like do You and
let's say it's like some random, product, right and you're
not emotionally attached to, it it's still do you believe
that it has a purpose to serve for the person
that you're trying to sell it. To, Right and a
lot of times when you think about females women in,
(36:23):
general whether you're in corporate and it's your confidence and
how you show up in rooms to be able to
sell your, idea, right or to be able to sell
yourself for an opportunity or, promotion there has to be
the shattering of not understanding and giving yourself this space
to show up in your own authentic way and valuing that.
(36:47):
Right stop trying to perform and conform to environments that's
not serving anyone. Right collective brain power and thinking means
there are different thoughts and ideas that get to come
to the. Table and so for, women one thing is
is honoring and knowing your value number and then that
takes work. Right it's just LIKE i work with my
(37:08):
clients AND i tell, THEM i don't care if you
come to. Me if you're a multimillionaire and you're successful
and you're just wanting to be like five percent, better that's.
Great we're still going to work on your. Mindset one
thousand percent because we all have something there that we
need to unpack or work. On and SO i walk
people through something called a fear to face, cycle, Right
and it's understanding the, root where do things come? From
(37:29):
and then why do they trigger or elicit a certain
response on certain. Things so it's doing the work, right
knowing your value and honoring, that respecting it and giving
it room to breathe, right and the opportunity to show up,
right like stop hiding your. Light we got this is
a light And i'm gonna let it shine like it's basic.
(37:50):
Right and sometimes we have to remind ourselves what do
we tell our?
Speaker 6 (37:54):
Children?
Speaker 7 (37:54):
Right or if you're an auntie and you don't have,
children what do you?
Speaker 5 (37:57):
Say sometimes if we think about what we say to
children and we would actually give ourselves the same love and, grace,
man how much more powerful would we be able to show?
Speaker 7 (38:06):
Up SO i think a lot of it is really
really wrapped abound.
Speaker 5 (38:09):
Value and guess what the maturity of sales is not
so much the, process the, strategy and the, mindset but
it's the value able to articulate the value to the
person on the other, End, wow and not how great you,
are but how what you do serve?
Speaker 6 (38:27):
Them, yes and how do they benefit from?
Speaker 7 (38:30):
It and it's Doctor. Madeline it is so powerful that
when you remove yourself from.
Speaker 3 (38:34):
It.
Speaker 7 (38:36):
It's not about.
Speaker 5 (38:37):
You like the, thing the gift that you carry is
not about. You so like, again don't keep someone else's
destiny tray in your own, mouth like get out of
the way.
Speaker 7 (38:46):
Please fourth, ideas bring forth your, confidence bring forth sell
yourself like we need, you somebody needs, you, Right so
it's like get out of the. Way it's not aboue.
Speaker 6 (38:58):
Wow about it at.
Speaker 4 (38:59):
All so for women watching today who might want to
improve their sales effectiveness while staying true to who they,
are what is one actionable step they can take?
Speaker 6 (39:14):
Immediately one action. STEP i say this to.
Speaker 7 (39:22):
My, son AND i say to my.
Speaker 5 (39:23):
Clients one action step to take IS i like to
lovingly call, it give yourself a check up from the neck.
Speaker 6 (39:30):
Up, okay What i'm saying?
Speaker 5 (39:33):
Reset what is in your brain right that you keep
thinking or you keep repeating that is stopping you from
getting you to where you want to go because you
are in, charge, Right no.
Speaker 7 (39:46):
One else is in your head thinking but, you?
Speaker 6 (39:48):
Right? Absolutely what is?
Speaker 5 (39:51):
It sometimes we need to slow down to be able
to speed up and what's keeping you from getting what
you want instead Of oh it's this, person or it's
this my, job or it's this data Out like what
are you? Doing what changes can you make to then
go change that outcome or pivot a little bit, more
or get it really centered back to where you want to.
Be so it's really give yourself a check up from
(40:13):
the neck. Up so let's check out your mindset, first,
right work on. It does that mean you need a
mentor does it mean you need a? Coach because coaching
is also not just ABOUT i always say this with
the sales process and the sales strategy in your, mindset
but there's a sense of, accountability, right somebody that's believing
in exchange of your jourream and your goal and they're
willing to help you get. There sometimes you need to see.
(40:34):
Coaching sometimes it might be seeking, prayer sometimes it might be.
Journaling man figure out what it.
Speaker 7 (40:39):
Is BUT i think the big thing is just to
slow down and.
Speaker 5 (40:42):
Evaluate sometimes we're so busy going outward seeking.
Speaker 7 (40:46):
Things you need to sit still and go.
Speaker 6 (40:48):
Inward.
Speaker 4 (40:50):
Wow so if you had one piece of advice to
leave with our viewers and our, listeners what would that?
Be and then also tell us how we can out
to you if we wanted to find out more or
even work with you to find out how we could
get better at.
Speaker 7 (41:08):
Sales, yeah oh my. Gosh one piece of. Advice, Oh
i'll say this on the pricing, side on the l,
side And i've been talking about value and knowing your.
Worth know your worth and charge for, it, Right like
whether it's your, brand if you're in corporate value, thing
know it and don't back down from, that show up
(41:28):
and go get, it or whether it's your business just't.
Speaker 5 (41:31):
Important know you worth of the product or the service
that you, provide and charge for it because good money
is in exchange is supposed to, happen, Right there's nothing
wrong with making good money and then doing good things
like it's nothing wrong with, that, Right so know you're
worth a charge for, it and then how can people reach?
Speaker 7 (41:49):
Me you?
Speaker 5 (41:50):
Guys pretty much every single platform for, continuity it Is
Natasha himmingway with two. M's so it's that On, LinkedIn
that On, instagram that on, TikTok it's the same. THING
i want Website Tashi huway dot. Com it's not hard
to find me at.
Speaker 4 (42:03):
All it has been, Great and if you have anything coming,
up you can let us. Know ANY uh books coming,
out any programs coming out that you might want to
let us.
Speaker 5 (42:14):
Know you can do.
Speaker 4 (42:15):
That but it has been a pleasure having here today
sharing those sales nuggets with.
Speaker 6 (42:23):
Us hopefully some of us will get better at.
Speaker 7 (42:25):
It we will remember it's not about.
Speaker 6 (42:29):
You you're gonna get. That you're gonna get, it not about.
Me that's, right get better at doing.
Speaker 3 (42:34):
It but thank you so.
Speaker 4 (42:36):
Much it has been a pleasure having you on a
successful women's. Show so hope to have you come back,
again ESPECIALLY uh because there was a lot more we
could have. Covered we just you, know time just.
Speaker 6 (42:49):
Goes by so.
Speaker 4 (42:49):
Fast when you get get all this, information just pull
it out of, you it just goes by so.
Speaker 5 (42:56):
FAST i have to say, this Doctor, madeleine thank you
for doing what you're doing, right because what you're doing
is taking your, time your, experience your expertise to impart
that on other women so that seeds can be planted
and sown and.
Speaker 7 (43:11):
Grown and that's ripple, right that's that multi level.
Speaker 5 (43:15):
Impacting SO i just want to say thank you for
doing what you're doing and showing up and thank you
for the platform for us to share so that we
can pour another people and they can.
Speaker 6 (43:23):
Receive, well thank you so, much and know that you're.
Speaker 4 (43:27):
Welcome anytime anything you want to come back and share with,
us just let me know and we will.
Speaker 6 (43:32):
Bring you right back.
Speaker 7 (43:33):
Here okay, there well there.
Speaker 4 (43:36):
You so just want to let everybody know what will
be coming up, next some upcoming. Events just welcome to
some exciting things that's going.
Speaker 2 (43:47):
On.
Speaker 4 (43:48):
AGAIN i just want to make sure you know about
the fact That i'm honored to share THAT i am
officially one of the founding women on the Empower Her
wall by She Rises studios in partnership With PHOENIX, tv
which is a global movement showcasing two hundred trailblazing women
(44:09):
on one powerful digital wall Inside Allegiant stadium In Las.
VEGAS i Hope i'm pronouncing that correctly In Las, Vegas.
Nevada so On february twenty second of this, year The
Empowerment wall will be, unveiled and when the lights rise
(44:30):
and the cameras, roll the world will witness something. Extraordinary
two hundred women standing, together not in, competition not in,
division but in, unity equality and shared. Prosperity so for
those of you that might already live In Las, vegas
hope that see you there On february twenty, second.
Speaker 6 (44:53):
And because it's going to be a phenomenal.
Speaker 4 (44:55):
Event also still excited about the fact That The Successful
Women radio AND Tv show made the list of the
top one hundred Best, Career mindset And Working women, podcasts
and that we are proudly sitting at number, sixteen so
we're gonna keep at it so we can move up that.
(45:16):
List number sixteen out of one, HUNDRED i gotta say
is not. Bad this list highlights podcasts that empower women
to build successful, careers navigate workplace, challenges and find true.
Speaker 6 (45:33):
Fulfillment in work and.
Speaker 4 (45:35):
Life and SO i am honored to have The Successful
radio AND Tv show as a part of this.
Speaker 6 (45:42):
List, ALSO i want you to.
Speaker 4 (45:44):
Make sure to check out my book Show Up To
Rise Up explore The Transformative power of A Positive, mindset
which achieved bestseller status On amazon in The women And
Business so it's available for purchase On, amazon or if
(46:05):
you want to get the, book you can put my
name in the search Box Doctor Madelein Aane lewis and
it'll come right up On. Amazon, website or you can
go to my website which is www dot e X
wsi dot, com click on The success bookstore and you
will also be able to purchase the book from my.
(46:27):
Website make sure that you if you have not already
viewed MY TEDx talk THAT i did In, Vancouver, canada
make sure to do. So the topic was show up
To Rise, up and you can watch it on YouTube.
Again just put my name in the search Box Doctor
Madeleananne lewis and it will come right. Up or you
(46:49):
can email me for the direct link at info at
e x W si dot com AND i will send
you the direct. Link make sure to check it out
AS i am so excited because as of today it's
at two hundred and twenty six, thousand eight hundred and thirteen,
views and as you, know we're trying to reach that
(47:09):
goal of one million plus. Views SO i want to
thank those in advance who have been, supporting who have
been continuing to, share continuing to like and commenting on the,
video so please continue to do. So and, FINALLY i
am a contributing writer to Own it magazine WHERE i
(47:32):
share nuggets and resources every. Month on it magazine is
a resource for, personal professional and business. Development so make
sure if you want to get a free. Subscription YES
i said free, subscription you can do so by contacting
me At madlin at EX wsi dot com to be
(47:57):
able to get a free subscription To Own it, magazine
where you'll be able to read not only the information
THAT i, share but they have fabulous information in the magazine. Itself,
AGAIN i just want to again thank my, Guest Miss Natasha,
hemingway for sharing her nuggets with us on sales and
(48:22):
my views and my listeners.
Speaker 6 (48:23):
For joining me. Today this is The Successful Women's.
Speaker 4 (48:26):
Show i'm Doctor Madeleine Ann, lewis and if you'd like
to reach out to, me you can reach me by
email at info AT exwsi dot. COM i would also
like you to go to my website to download my
free three part video series on three things every woman
(48:47):
should do to position herself for executive. Leadership to do,
so go to www dot EX wsi dot. Com don't
forget to subscribe to our channel like and share this
episode with. Others As, again AS i, said we had
(49:08):
some great nuggets From Natasha. Hemingway, again this is The
Successful Women's. Show we are here every.
Speaker 6 (49:15):
WEEK i am your, host.
Speaker 4 (49:18):
Doctor madeline and lewis helping women to accelerate the path to.
Success thank you again for joining. US i love you
all to life and as, always be well and stay
safe out.
Speaker 6 (49:31):
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mission is to help women.
Speaker 6 (02:40):
Accelerate the path to. Success, well today's.
Speaker 4 (02:44):
Topic Is hello, Clients hello, cash and my guess is
none other Than Miss Natasha. Hemingway, well let me give
you just a little background On Miss. Hemingway Natasha hemingway
is a sales, consultant, coach and speaker who works with, corporations,
(03:05):
startups and entrepreneurs to build, authentic purpose driven sales. Strategies
she is the founder Of Heart Not hustle a sales
coaching firm focused on helping leaders connect their business goals
to meaningful, motivation driving results without sacrificing. Integrity with over
(03:29):
sixteen years of experience as a senior sales manager at
A fortune five hundred, Company natasha brings deep industry expertise
paired with empathy shaped by personal. Transformation now she helps
organizations and entrepreneurs master their sales, process strengthen, leadership and
(03:52):
maximize impact by leading with heart and not. Hustle so
Today i'd like to bring on to The Successful Women's,
show Miss Natasha.
Speaker 5 (04:03):
Hemingway thank you so, much Doctor. MADELINE i appreciate the.
Intro i'm excited to be here and have a.
Speaker 4 (04:10):
Conversation, well it is great to have you to be
here take time out of your busy. Schedule so before
we get, STARTED i usually read the standard bio about my,
guests but THEN i like to have them to just
just tell us what you want us to know About Natasha.
Speaker 6 (04:30):
Hemingway.
Speaker 5 (04:31):
YEAH i, MEAN i think the bio says all of the, stuff,
right all of the things that you've done and working
at corporate and being nine years now in the entrepreneurial.
Space But, Honestly i'm just really really passionate about helping
individuals become more.
Speaker 7 (04:48):
Profitable. RIGHT i think all of us has something that
we're purposed to.
Speaker 5 (04:52):
DO i believe that the thing or the idea or
the vision or whatever you're pathy, at corporate or, entrepreneurial
it's purposeful when we're bought into. It but sometimes the
profitability piece gets, lost and people have these fears or
preconceived notions around, sales, right it gets a bad rep
(05:14):
and really it's it's always say this is that you
know WHEN i think about, sales it's not a personality.
Speaker 7 (05:22):
Trait it's a skill. Set, Right so someone's not born
being good with.
Speaker 5 (05:26):
Sales BECAUSE i hear that a, lot Like i'm just
not good with sales in this great, business and Like
i'm just not good at, sales And i'm, like that's,
okay that's, okay there's, hope, Right because.
Speaker 7 (05:35):
It's not a personality, trait it's a skill. Set so
learn what looks.
Speaker 5 (05:40):
Like and even when you're working in, corporate you're you're
developing and you're selling something all the, time whether it
be your, brand your, idea your, voice and so really
it's Just i'm super passionate and intentional about the work
THAT i. Do And i'm always honored of WHO i
get to serve because when we can allow.
Speaker 7 (05:58):
And Especially i'm just going to land on this, side
but especially, women.
Speaker 5 (06:01):
Right, yes, yes money is an, amplifier, right and you
can do more good or you can do bad with.
It BUT i know something to be, true like when
we put money in good women's, hands like we just
do more, things, right it's not coming from this selfish,
place like we do more for our, Community we provide
opportunities within our business for.
Speaker 7 (06:22):
Others there's so.
Speaker 5 (06:23):
Much so that's a little bit about like just WHAT
i do and. Why, REALLY i think it's more important
not What i've, done but the.
Speaker 6 (06:30):
Why WHY i needed to do.
Speaker 7 (06:32):
It.
Speaker 4 (06:33):
Absolutely, NOW i have to tell, You i'm one of
those people that's always, saying you, KNOW.
Speaker 6 (06:38):
I DON'T i don't like. Sales i'm not good at.
Sales SO i deslutely one of.
Speaker 4 (06:43):
Those but you know, WHAT i have a friend and
this GUY i ALWAYS i always laugh at him AND
i tease him all the time BECAUSE i tell, HIM i,
said you know, what you can sell ice to an?
Speaker 6 (06:54):
Eskimo is that?
Speaker 4 (06:57):
Good and it's like it, is it just doesn't hit you,
know he'll talk to, you but it doesn't seem like
he's really selling.
Speaker 6 (07:05):
You but by the time he, finished, yes, YEAH i want,
that you, know, Right.
Speaker 7 (07:10):
And there's an art to.
Speaker 5 (07:11):
That like people think skill sales is like this. Thing
it's this icky exchange or people being pushy or, manipulative
and it's, like, no there's an art to it that
allows people to.
Speaker 7 (07:22):
Needy and lead with.
Speaker 5 (07:24):
Heart and because really selling is, serving, Right SO i
try to demystify a lot of things and really get
down to the. Root is like your root calls and
goal is to serve the person that's in front of.
You you have, something, right it's the problem me to
need gives them a break, through whatever it, is and it's,
like that's your, gift, right your thing that you, Do
(07:45):
like the thing that you do Doctor. Mallin we listen
to the, intro like your, background you're, wide the thing
that you do helps unlock someone. Else so when you, say,
Oh i'm.
Speaker 7 (07:54):
Not good at, sales it's, like, no it's not about.
Speaker 5 (07:55):
Sales it's about you sharing your with other people so
that they have access or impact your breakthrough what they.
Need so it's this beautiful mutual exchange and people like
that that operate like your, friend like they understand.
Speaker 7 (08:08):
That.
Speaker 5 (08:08):
Right it's really about the person you're serving and the
value and your, belief, right your Belief.
Speaker 4 (08:14):
So, yeah, Wow so tell me, now your brand is
built around the philosophy of heart not. Hustle what does
that truly mean and why is it so important in
today's sales?
Speaker 6 (08:28):
Environment?
Speaker 7 (08:29):
Yeah oh.
Speaker 5 (08:29):
Man so coming from corporate sales in the pharma and
med device side and being on the sales, side being
on the management, side it can feel very much like
a hustle and a. GRIND i was fortunate to be
able to sell products that actually affect patience, lives, right
SO i always, say AND i WHEN i started moving
(08:50):
into the entrepreneurial space of, sales, coaching sales consulting and,
speaking is, like the thing that literally just went off
of my head is this is not about. Hustling it's about.
Heart it's the heart to serve the people that have
come to you that need something, right and it's making
sure that that doesn't stay out of. Balance Because i'll say,
this when you are an, entrepreneur let me.
Speaker 7 (09:09):
Speak from that.
Speaker 5 (09:10):
Side your money does, matter but sometimes that money when
you're talking to people or you're worry or you're concerned about,
money can spill over into people and then you start
hustling them and it feels. Uncomfortable so it's really understanding
that like sales really isn't about hustling. People it's not
about manipulating. People it's not about being this, persuasion but
it's operating from a place of always say, integrity, right
(09:32):
great and?
Speaker 6 (09:33):
Confidence?
Speaker 5 (09:34):
Right how do you operate from a place of competencies
and grace to sell and serve the person that's in
front of, you, Right so it doesn't have to be
from a place of hustle because nobody wants that. Anyway
you don't like being sold to that, way, right and
no one wants to feel like they have to do.
Speaker 7 (09:51):
That so like why are we doing? It why is
that the perception with.
Speaker 5 (09:55):
Sales so it's breaking that and busting that and, saying,
really you can operate from a place of heart and
strategy and process and integrity and confidence and ease and.
Grace but there is also it's not enough to be.
Passionate you also have to be, profitable, Right so not
just the heart behind what you do and who you,
(10:15):
serve but you also have to be. Profitable so then
that's where that skill set comes. In is like understanding
what is the sales process in your? Business do you have?
ONE a lot of people don't even know that they
need a sales, process, Right gritting a sales process and
a sales. Strategy those are foundational pillars to building out
your business so you can really operate from a place
(10:36):
of heart and.
Speaker 7 (10:37):
Service and not scarcity and hustling.
Speaker 5 (10:40):
People because you're worried about lack of money in your bank,
account right or you kind of believe, it or who's
gonna like?
Speaker 7 (10:46):
It who's going to buy? It and what's the? Price
like when you have a process and.
Speaker 5 (10:49):
A strategy around sales that gets to be moved and
then you really truly get to fully show up in, service.
Speaker 6 (10:57):
Right woh absolutely. ABSOLUTELY i mean when you put it that,
WAY i get.
Speaker 4 (11:03):
It it's just like you, say it's a, skill and you,
know some people just have that's. THERE i guess that's
their e that's their, gift and that's that's not WHAT i.
DO i, Mean i'm not like WHEN i Say i'm
not good at, it it's BECAUSE i prefer to do something.
Speaker 6 (11:21):
Else that's just not my.
Speaker 4 (11:24):
Area you, know if it's something a, PRODUCT i don't
care what it. IS i, look, okay you take this
and you go ahead.
Speaker 6 (11:31):
And you handle that for.
Speaker 7 (11:32):
Me.
Speaker 6 (11:32):
Okay, well and what.
Speaker 7 (11:35):
There's nothing wrong with that is like having a salesperson
in your business or a biz deaf person in your.
Business that's, FINE i tell.
Speaker 5 (11:42):
People but you, know as a founder and, owner we
carry a certain gravitas and there's no one that will
sell your baby and your idea better than.
Speaker 7 (11:51):
You so it's not even, selling it's, like are you
willing just to share? It or how about?
Speaker 5 (11:55):
THIS i always, say you're gifting Might let's say, you for,
example the thing that you you have been blessed, with
you have worked hard, for that you've bowed and sewn
into that is a gift that is meant to be.
Given gifts are not meant to be, hidden, Right SO
i always, say don't keep someone else's destiny trapped.
Speaker 7 (12:13):
In your own.
Speaker 5 (12:13):
Mouth really, like open your mouth and share the thing
that you, are that you're so good at that someone else,
needs and that unlock there's.
Speaker 7 (12:22):
Yourself.
Speaker 5 (12:23):
Right but also there are certain founders or owners that
get to a point where they're, LIKE i don't want
to carry that. ROLE i don't want to carry the revenue.
Seat let's say an order, CHARY i don't want to
be the revenue. PERSON i don't want to be in
charge of.
Speaker 3 (12:35):
It and that's.
Speaker 5 (12:36):
FINE i just tell people it's really really important to
have a sales process and a strategy that is built
in your business so that you can hire someone that's
able to then lock into that patient position and do
what you do, well because otherwise what happens is founder's.
Owners they're, LIKE i don't want to do. Sales it's
and then you expect this person to come in and, field, grow,
(13:01):
scale sell the thing that they. Do And i'm, like
but you've not given them a proven, process and so
they get frustrated because they're, Like i'm spending all this
money on this person sales and they had all this,
great you, know background, experience and they've been successful, elsewhere
AND i thought this was the person And i'm money
and they're not getting the job done Or i'm still
(13:22):
the one doing the, sales And i'm, like that's because
we don't have a sales, process nothing repeatable.
Speaker 7 (13:27):
In the business for the person to. Follow to have
a blueprint to be successful.
Speaker 5 (13:31):
From so it doesn't matter which angle you want to sit,
at like at the bottom, base all of us have
to have a process and of.
Speaker 6 (13:38):
Strategy, wow that is you know.
Speaker 4 (13:43):
THAT i GUESS i just never looked at it from
that point of. View but you're absolutely, right and you
know that brings me to my next. Question you know
many people associate sales with pressure and. Persistence how do
you redefine sale through authenticity and Present, yeah.
Speaker 5 (14:04):
It's like WHEN i happened this week WHERE i have
someone that was referred to me AND i was on
a sales strategy call with, them AND i told, THEM i,
said from the, BEGINNING i, said let me be very,
clear like.
Speaker 6 (14:16):
This is not my.
Speaker 5 (14:17):
Show i'm not pitching. YOU i, Said i'm really here
to collect a lot of and extract a lot of
information from you so THAT i can help you make
the best informed. Decision and when we get to the
end of, this if it makes, sense THEN i will
extend the. Invitation if it, DOESN'T i will figure out
where else you need to. Be who DO i need
to refer you to that can get you the help
(14:38):
that you. Need and so WHAT i say to them
is like when we started this. Call there are some
things THAT i need from you in a verbal.
Speaker 7 (14:45):
Agreement morals and values my company are transmit, authenticity.
Speaker 6 (14:50):
Integrity.
Speaker 5 (14:51):
RIGHT i need you to fully be who you. Are
and when you're selling, something your authenticity it. Matters it's
part of your, brand, Right it's part of the culture
that you're creating your. Company and in order for people
and for that to be, reciprocated people need to feel that.
Speaker 7 (15:09):
Authenticity who are?
Speaker 5 (15:10):
You are you one person, online one person on a,
podcast and then you get in front of, people you're completely,
different or you get behind the scenes and how you
treat your employees of people that work with you or
that support, you are you? Different so that authenticity should
be a fabric of whatever it is you're.
Speaker 7 (15:26):
Doing, Right so when it comes to, sales whatever you're,
selling the authenticity that you bring to that brand also
seeps into the integrity the, brand the, marketing and so
that people really have a sense that before they get
in front of, you they understand and make. Sure it
also helps with that, alignment, right are you talking to
(15:46):
the right? People who are your? People?
Speaker 5 (15:48):
Right and so when you resonate with people and there's an,
authenticity people can judge that and they can be, like,
huh that's for me or it's.
Speaker 6 (15:55):
Not knowing who's not for you is just as.
Speaker 5 (15:58):
Important but but you, now, Right and SO i think
that authenticity is important period in what you're.
Speaker 7 (16:06):
Doing AND i think that when you.
Speaker 5 (16:09):
Look at, sales a lot of times the authenticity is
lost when the hustle is, increased, right or the pressure
or the, stress and it usually is coming from the
person that needs to meet a, number meet a, quota
make a certain dollar.
Speaker 7 (16:24):
Amount And i'm, like.
Speaker 5 (16:26):
We set a process and a, strategy we have to
worry less about, that and then you can really show
up again sharing the thing that you so deeply believe
in that you chose to build a business around.
Speaker 7 (16:38):
It.
Speaker 5 (16:38):
Right so it's like you can have one without the
other one, percent and people also respect that and they
will refer people to you because of the exchange that
they had with.
Speaker 7 (16:52):
You. Right.
Speaker 6 (16:54):
Wow you, know it's.
Speaker 4 (16:57):
Especially like with the, pressure Because i've been on you,
know things like somebody will have something where they'll, Say,
okay we're doing like this three day training and it's.
FREE i, MEAN i know going into it it's, free
but at the end they're going to, sell try to
help their product or what have.
Speaker 6 (17:15):
You and WHAT i GUESS i don't like is when
at the.
Speaker 4 (17:18):
End of it they get to the end and then they, go,
oh well you have to get it today or buy
seven pm tonight or something like, that or it goes
away or this price goes. Away at that, Point i'm, Thinking, okay,
well what IF i want to do a little more,
research you, know to see if WHAT i really want to.
(17:40):
DO i, mean that's the PART i guess, TOO i
Don't that's where the pressure part comes in to.
Speaker 5 (17:47):
Ye, right, well AND i think from a sales psychology,
standpoint what that comes from is is that and this is, important,
right is to create a sense of, urgency right because
human behavior what, Happens we're, LIKE i came to this,
thing so you were already somewhat convinced that you need
(18:08):
whatever this service or product is that they, Have. Right
so that's an urgency is as we know as, humans
we are consuming fifteen million, things, right and we are
also doruggling fifteen million. Things so a lot of times
that urgency that you hear with the deadline is for
you to make a, decision right because human behavior.
Speaker 7 (18:29):
Is Oh i'll get to that later means it never, happens.
Speaker 5 (18:33):
Right, right or the information you've, consumed they, say there's
studies that, like let's say you go into an all day.
Training by forty eight, hours about ninety percent of what
you learned has already.
Speaker 7 (18:44):
Gone so there's this human behavior and psychology.
Speaker 5 (18:49):
Piece but, again what happens is is that whoever selling
really does have the opportunity in how that delivery. Happens,
Right so the way THAT i make you feel about
that urgency is, important, Right it's there's two. Differences you
(19:10):
got forty eight hours and there's only seven left and
you better get.
Speaker 7 (19:13):
It and then they hit you again with another email
an hour. Later right then they pop up in your
ecops the next.
Speaker 5 (19:18):
Day that's like, okay, Okay like that's a little, much, Right, Versus,
hey this is a limited opportunity because we want you
to take action because we know human behavior says you want,
to but later you're gonna forget about. It so in
the event that you are, interested now is your time
because we want you to take action because if this
(19:39):
is going to help you do that and you are that,
person go take.
Speaker 7 (19:42):
Action so those are two different.
Speaker 5 (19:44):
Things, Right that's two DIFFERENT i just spitball, that but
like two different ways of seeing, that like, aggressive like
machine like on you Versus, Hey i'm gonna be transparent
with you because guess what human behavior?
Speaker 7 (20:00):
Says guess?
Speaker 5 (20:01):
WHAT i know you're, here you're someone, interested and we're
going to limit this offer and close it off to
those who are really serious about taking. Action like transparency again,
authenticity two different ways of putting, that but also creating
that urgency for those people who are serious to actually take.
Speaker 7 (20:16):
Action.
Speaker 4 (20:17):
Wow so how can corporations and entrepreneurs identify the heart
behind their business before developing a sales?
Speaker 6 (20:28):
Strategy?
Speaker 7 (20:29):
Yeah oh this.
Speaker 5 (20:30):
ONE i always say marketing and sales two separate, lanes
but yet they really do run together very, evenly and
sales and marketing should be. Talking and SO i think
before you're jumping into the sales strategy or the process
and doesn't work for this, person we often eliminate the
(20:51):
very person that we're trying to sell the thing. To
so it's market. Research do you know what people? Want
do they care about? It but sometimes we have a
preconceived notion right that the people need this and they want.
It it's, like do the market research, Right so do
the market research because that again is respectfully having heart
(21:12):
and consideration for the person that you're, Serving, right what
is it that.
Speaker 7 (21:16):
They, want why do they need? It? Right what do they?
Need why do they need? It and then how is
it going to help?
Speaker 5 (21:22):
You because when you understand that heart that lies behind
your buyer, right that's why we talk about the buyer
persona OR, icp individual client, profile whatever you want to call, it,
avatar they're all the, same but you have to realize
you're in service of. Them so the best way to
not miss the mark right when you're building out your
(21:44):
sales process and strategy strategy is to know who you're.
Speaker 7 (21:46):
Serving so who you're, serving what do they, need why
do they need?
Speaker 3 (21:52):
It?
Speaker 7 (21:52):
Right and what does? It how does it benefit?
Speaker 5 (21:55):
Them because when you do, that that helps you actually
create and shape your value. Proposition it helps you, say
shape yourselves messaging and helps shape the delivery of how
you sell to them or YOUR gtm what we call
our go to your go to, market, like all of
that is threaded into, there and so that heart piece
really is caring about the person you serve and less
(22:17):
about how you're going to go get their.
Speaker 6 (22:19):
Money, okay because when you.
Speaker 5 (22:21):
Serve, people that's like creating value in the through the
eyes of the. Buyer when you focus on the person
that you're serving and explaining how they benefit from, them
you will sell more. Stuff whatever it is you're going
to sell more. Stuff but we often forget that and
we quickly jump into like How i'm gonna sell? It
what'sposed to help delivery m it's your first.
Speaker 7 (22:44):
Part for the people that you, serve the process and
the strategy to support that.
Speaker 4 (22:50):
Hmm and THEN i guess when they jump into it
like you, said and then and then that's when the
pressure part comes in, too when they instead of if
you do it.
Speaker 6 (23:00):
Backwards, yeah if you do it back that's where the
question part comes.
Speaker 5 (23:03):
In one thousand, percent because it's LIKE i tell, clients
it's like shooting spaghetti at the.
Speaker 7 (23:07):
Wall it's, Like, Okay i'm gonna throw this up.
Speaker 5 (23:09):
Here then it's start sliding right and you're, like, oh
let me throw something else up, there and then you
you're losing and you don't have with so many, hands
hands and feet right to.
Speaker 7 (23:18):
Ketch and so when you do this part right makes
it so much.
Speaker 5 (23:24):
Easier LIKE i did a presentation THAT i did a
keynote at a national staffing.
Speaker 7 (23:30):
CONFERENCE i don't know it was last summer or last.
Whatever i'm spoken there about.
Speaker 5 (23:35):
Times and my point is is that at this, conference
one of the keynotes THAT i talked about is is that,
like closing is not the, thing, Right like everybody puts
it around closing like oh my, gosh they build up
all this energy and. Pressure, no it's really about did
you do all the right set things in the sales
process up to before you ever get to a, close
(23:55):
so by the time they get to a, close they're,
like like you said about your, friend like, YES.
Speaker 7 (23:59):
I need, THAT i want. It, yeah you taken time
to understand you as a, buyer, right what do they?
Want how does it benefit? Them what's the value of?
Speaker 5 (24:10):
That and it's really important through your sales, process seal,
strategy and sales messaging to understand how to articulate that
back to your client or your customer or your buyer
so that you get all this unnecessary.
Speaker 6 (24:24):
Pressure absolutely that and that totally makes.
Speaker 4 (24:27):
Sense, yeah it does to do to do it like you,
SAID i GUESS i would say the right way instead
of doing it.
Speaker 6 (24:35):
Backwards the right.
Speaker 7 (24:37):
Way, customers your customer first all the.
Speaker 3 (24:40):
Time. Hm.
Speaker 4 (24:41):
Wow so what are the most common mistakes that you
see in organizations and entrepreneurs make when it comes to
their sales.
Speaker 5 (24:52):
Process, YEAH i think one of the biggest. GAPS i,
mean there's there's many that all can be worked on and.
IMPROVED i consult For International pricing consulting, firm AND i
absolutely love the work that we, do and that is
one of the biggest apps in corporations and companies is.
Pricing not understanding how to increase, margins make more, money
(25:17):
be more profitable around. PRICING a lot of times people
who are in, sales they are pricing something instead of
pricing to win the, deal they are pricing to not
lose the. Deal so they do as our fauniler, says
so they do a lot of there's a lot of
fear based. Pricing there's a lot of, discounting, right and
that actually waters down the. Value and so pricing carries
(25:40):
this heavy area of fear or challenges or a lot
of subconscious thinking about because the way you were raised
money absolutely affects how you sell when you're talking to your, clients,
Right sometimes when our clients at the best he is
like we have to be careful as sales reps to
(26:00):
not sell people from our own. Wallet, right it's not your.
Speaker 6 (26:03):
Money, exactly it's not your.
Speaker 5 (26:06):
Money who are you to say they can't afford this
or they Can't but, anyway the pricing area is, like
it's a heavy area that, corporations, companies whether it's setting
price helping their sales reps understand how to increase prices
or defend price increases or price, decreases or discount requests
(26:28):
by defending.
Speaker 7 (26:28):
Value so it's it's a very big gap THAT i
see in the market a. Lot.
Speaker 4 (26:33):
Wow now that is that is really interesting when especially
where you said don't as a salesperson you have to
be careful not to sell from your, wallet BECAUSE i
think that is one of the things that you hear about.
Sales for, example how people will look at maybe what your.
(26:56):
Price say if they go to my website and they
see that that, OKAY i do, coaching but if the
price is real, low.
Speaker 6 (27:03):
Then they may, think, oh well she's probably not that.
Good yeah you, know you.
Speaker 4 (27:09):
Know but the thing of it, is if you have
like a twenty five thousand dollars price tag on, it
Then i'm thinking to Myself, okay, WELL i know that
you know the program THAT i may offer for that.
Speaker 6 (27:26):
AMOUNT i know what you're.
Speaker 4 (27:28):
Getting but, see like you, SAY i might not know
how to sell, it because Then i'm selling it right.
Speaker 6 (27:35):
Right maybe looking at their.
Speaker 4 (27:37):
Wallet, okay they oh, no they're not gonna want to pay,
That SO i don't, know you, know and then.
Speaker 6 (27:42):
You start that's the way you start.
Speaker 4 (27:44):
Thinking SO i totally understand that when you, say don't
make the mistake of selling from your.
Speaker 6 (27:49):
Wallet oh my.
Speaker 7 (27:51):
Pricing carries so much brain. Power it. Is it's.
Speaker 5 (27:56):
It And i'm a biology degree by, like my college
is in, biology So i'm fascinated with like the, brain
the subconscious. Neuroscience that stuff gets me every. TIME i
can geek out it all the. Time so sales psychology
and understanding human behavior and how we show up and
assumptions that we.
Speaker 7 (28:13):
Make it's really not about like the skill. Set most salespeople,
like you can teach them a skill, set they can
go demo it doing in front of the. Client it's like.
Speaker 5 (28:22):
Cool the biggest thing is the. Mindset it is the.
Mindset the. Ego the problem is the biggest thing that
trips people. Up and that is one thing that is
most glaring when you talk about. Pricing, wow, mindset.
Speaker 7 (28:36):
That is that is so.
Speaker 4 (28:38):
INTERESTING i, mean LIKE i, said you hear this all the.
Time i've heard, it you, KNOW i hear that a
lot about the way you think about selling or whatever
is normally based On it could be based on your,
upbringing it could be based on your you, know your.
Background it's based on a, lot like you, said a
(28:59):
lot of. Things, wow it's that IS i, mean And
i've heard that, before and maybe who, knows maybe that's
Why i'm SO i don't like really doing the sales
aspect of it BECAUSE.
Speaker 7 (29:13):
I JUST i.
Speaker 6 (29:14):
DON'T i don't want to go back and.
Speaker 7 (29:15):
Forth.
Speaker 6 (29:16):
ONE i don't want to go back and forth with,
people right, right you know the person to know.
Speaker 4 (29:21):
Didn't they want to, Negotiate well can't you you, know
oh and the police don't have let somebody, say well
can't you hook the system up?
Speaker 7 (29:30):
NEW i can't because they don't want be in business.
Speaker 6 (29:34):
Exactly you, know you're inevitable.
Speaker 5 (29:36):
To anybody that comes your, way, right what are you
doing running a? Business it's like, this like that's.
Speaker 4 (29:41):
Not they want to, negotiate and it's it's one of
those things like another thing that they, say people will
buy what they you, know what they. WANT i, mean you,
know rather some will buy whether they can afford it or,
not but if they feel.
Speaker 6 (29:56):
They want, it they're going to pay whatever the price
is for.
Speaker 3 (29:59):
It.
Speaker 7 (30:00):
Absolutely, listen.
Speaker 5 (30:03):
People one thousand percent always buy not only the things they,
need but also the things they. Want like it just
is what it, is and so people value the things
that they value and they will figure the money. OUT
i tell my clients all the. TIME i said it this,
week like your client's. Money business is not your, business
(30:26):
so stay out of.
Speaker 7 (30:27):
It, okay it's not your business.
Speaker 4 (30:34):
Because they want to do.
Speaker 7 (30:37):
Yes i'm, like they're going to make the.
Speaker 5 (30:39):
Decision and if we've done a good job in our sales,
process in our sales, messaging in your, marketing before they
ever get to, you or call with, you or a,
strategy call, discovery whatever it, is, right they already know
to some extent that they want you are they going they?
Want that's not really your job at that. Point you're
not there to sell. Them it's crazy.
Speaker 4 (31:01):
Energy that's sort of like when you're watching some of
these commercials and all of a sudden you pick up
the phone and you want to order what They're.
Speaker 7 (31:11):
It's like even the. Ads think about all the ads
we encounter through social, media, email all of. That it's,
like you know what you, want what you don't? Want
when you add that.
Speaker 5 (31:22):
Bad boy to your, car now you may second guests consider.
It they'll send you now little marketing push emails and be, like,
hey you left this in your. Car it's waiting, right,
absolutely like it's all there to work mentally on. You because,
again what do we do as. Humans we don't make
an immediate. Decision we end up for getting. Right so
(31:42):
there's ways that they come, in tap, in try to
purchase you, right remind you of, like remember you wanted this?
Speaker 6 (31:49):
Thing you wanted. THIS i get that in my text
all the, time And i'm, thinking how did you even know?
THAT i put it in my? Car and THEN i,
said algy.
Speaker 4 (32:03):
All the.
Speaker 6 (32:03):
Tech, wow that's that's that's.
Speaker 4 (32:06):
Interesting so now you've worked with Both fortune five hundred
companies in The fortune five hundred environment and. Startups so
how does your approach to authentic things differ or stay
the same across those.
Speaker 5 (32:23):
Spaces, YEAH i, MEAN i think, honestly after being in
corporate sales and having the, honestly the blessing and the
opportunity to go through real legit sales training because most
pharma not, most but pretty much all of, them pharma
and med device, companies they have full service size sales
(32:44):
departments that live in their Corporate Like i'll never forget
WHEN i started, WORKING i had to go four weeks
to go away for sales, training, right sales, training learning the,
product all these, things and so, honestly the basics don't.
Change the, basics don't change your style and your adaptability
and how you actually execute on that is what, happens.
(33:05):
Right and the sales process can sometimes look different from
business a, business but it's not really far. Off like
sales is, SALES i tell you all that all. Time,
listen it's not really anything new under the. Sun it's
someone's delivery or how it connects with you or does
that approach make best. Sense but at the, foundation there's
(33:25):
a sales, process, right the sales conversation that you're having
with your. Client there's, pricing there's the follow, up there's a,
close there's a continuation. Phase some processes are step, deep
summer seven s or, ten depending on the complexity of the.
Deal the deal, size the. Audience how many decision makers
are layered into. That but at the end of the,
day that foundation is, there but the actual style and
(33:49):
execution lies within the Human that's WHAT i tell. People
i'm very much an, extrovert BUT i don't expect my
clients to all be extroverts in.
Speaker 6 (33:57):
Act and look like.
Speaker 5 (33:58):
Me, no we're here to develop their sales process that
makes best sense in their, business their sales, strategy and
also their, seals their authentic sales.
Speaker 7 (34:07):
Voice, right need to sound like, me like Doctor, Matlin
you're not a person that you enjoy.
Speaker 5 (34:12):
It we'd have to figure out and discover what does
that look like and sound like for you in your
business or you and your biz dev Rep. Right i've
work with founders who have THEIR coo be a part
of it because THEIR coo is starting to carry more
of the, sales so we figure out what that looks
like for their firm or their agency or. Whatnot in,
(34:34):
corporate a lot of times definitely more of a uniformed.
Speaker 7 (34:39):
Approach.
Speaker 5 (34:39):
Right they usually have something, developed so we're usually there to, enhance, amplify,
Improve but every single person in that room is completely
different the sales how they view, sales how they view.
Money all of that's in. There so when you talk
about the authenticity to, sales it's really empowering whoever the
(35:01):
salesperson is the autonomy and the independence because that's the
beauty of sales that they get to operate from by
sticking to the, foundation but also having that creative approach
and then also being authentic to, yourself your relationships with
your customers or, clients how you show, up what's your,
style how do you approach? Things those things get to bubble,
(35:21):
up but first you got to have the foundation down
and understand. It.
Speaker 6 (35:26):
Wow so what do you think what mind?
Speaker 4 (35:31):
Shifts mindset shifts are necessary for women in sales or
in leadership roles who struggle with, confidence, rejection or self.
Speaker 5 (35:41):
Doubt, yeah that is a big. One that one IS
i first think. That in, another Like, KEINO i talk
about the six reasons why people don't buy. Right one
of them is that they don't believe you because you
don't believe you. Right and so whether it's your personal
(36:02):
brand or the product that you're, selling you have to
be compelled enough to believe, it like do You and
let's say it's like some random, product, right and you're
not emotionally attached to, it it's still do you believe
that it has a purpose to serve for the person
that you're trying to sell it. To, Right and a
lot of times when you think about females women in,
(36:23):
general whether you're in corporate and it's your confidence and
how you show up in rooms to be able to
sell your, idea, right or to be able to sell
yourself for an opportunity or, promotion there has to be
the shattering of not understanding and giving yourself this space
to show up in your own authentic way and valuing that.
(36:47):
Right stop trying to perform and conform to environments that's
not serving anyone. Right collective brain power and thinking means
there are different thoughts and ideas that get to come
to the. Table and so for, women one thing is
is honoring and knowing your value number and then that
takes work. Right it's just LIKE i work with my
(37:08):
clients AND i tell, THEM i don't care if you
come to. Me if you're a multimillionaire and you're successful
and you're just wanting to be like five percent, better that's.
Great we're still going to work on your. Mindset one
thousand percent because we all have something there that we
need to unpack or work. On and SO i walk
people through something called a fear to face, cycle, Right
and it's understanding the, root where do things come? From
(37:29):
and then why do they trigger or elicit a certain
response on certain. Things so it's doing the work, right
knowing your value and honoring, that respecting it and giving
it room to breathe, right and the opportunity to show up,
right like stop hiding your. Light we got this is
a light And i'm gonna let it shine like it's basic.
(37:50):
Right and sometimes we have to remind ourselves what do
we tell our?
Speaker 6 (37:54):
Children?
Speaker 7 (37:54):
Right or if you're an auntie and you don't have,
children what do you?
Speaker 5 (37:57):
Say sometimes if we think about what we say to
children and we would actually give ourselves the same love and, grace,
man how much more powerful would we be able to show?
Speaker 7 (38:06):
Up SO i think a lot of it is really
really wrapped abound.
Speaker 5 (38:09):
Value and guess what the maturity of sales is not
so much the, process the, strategy and the, mindset but
it's the value able to articulate the value to the
person on the other, End, wow and not how great you,
are but how what you do serve?
Speaker 6 (38:27):
Them, yes and how do they benefit from?
Speaker 7 (38:30):
It and it's Doctor. Madeline it is so powerful that
when you remove yourself from.
Speaker 3 (38:34):
It.
Speaker 7 (38:36):
It's not about.
Speaker 5 (38:37):
You like the, thing the gift that you carry is
not about. You so like, again don't keep someone else's
destiny tray in your own, mouth like get out of
the way.
Speaker 7 (38:46):
Please fourth, ideas bring forth your, confidence bring forth sell
yourself like we need, you somebody needs, you, Right so
it's like get out of the. Way it's not aboue.
Speaker 6 (38:58):
Wow about it at.
Speaker 4 (38:59):
All so for women watching today who might want to
improve their sales effectiveness while staying true to who they,
are what is one actionable step they can take?
Speaker 6 (39:14):
Immediately one action. STEP i say this to.
Speaker 7 (39:22):
My, son AND i say to my.
Speaker 5 (39:23):
Clients one action step to take IS i like to
lovingly call, it give yourself a check up from the neck.
Speaker 6 (39:30):
Up, okay What i'm saying?
Speaker 5 (39:33):
Reset what is in your brain right that you keep
thinking or you keep repeating that is stopping you from
getting you to where you want to go because you
are in, charge, Right no.
Speaker 7 (39:46):
One else is in your head thinking but, you?
Speaker 6 (39:48):
Right? Absolutely what is?
Speaker 5 (39:51):
It sometimes we need to slow down to be able
to speed up and what's keeping you from getting what
you want instead Of oh it's this, person or it's
this my, job or it's this data Out like what
are you? Doing what changes can you make to then
go change that outcome or pivot a little bit, more
or get it really centered back to where you want to.
Be so it's really give yourself a check up from
(40:13):
the neck. Up so let's check out your mindset, first,
right work on. It does that mean you need a
mentor does it mean you need a? Coach because coaching
is also not just ABOUT i always say this with
the sales process and the sales strategy in your, mindset
but there's a sense of, accountability, right somebody that's believing
in exchange of your jourream and your goal and they're
willing to help you get. There sometimes you need to see.
(40:34):
Coaching sometimes it might be seeking, prayer sometimes it might be.
Journaling man figure out what it.
Speaker 7 (40:39):
Is BUT i think the big thing is just to
slow down and.
Speaker 5 (40:42):
Evaluate sometimes we're so busy going outward seeking.
Speaker 7 (40:46):
Things you need to sit still and go.
Speaker 6 (40:48):
Inward.
Speaker 4 (40:50):
Wow so if you had one piece of advice to
leave with our viewers and our, listeners what would that?
Be and then also tell us how we can out
to you if we wanted to find out more or
even work with you to find out how we could
get better at.
Speaker 7 (41:08):
Sales, yeah oh my. Gosh one piece of. Advice, Oh
i'll say this on the pricing, side on the l,
side And i've been talking about value and knowing your.
Worth know your worth and charge for, it, Right like
whether it's your, brand if you're in corporate value, thing
know it and don't back down from, that show up
(41:28):
and go get, it or whether it's your business just't.
Speaker 5 (41:31):
Important know you worth of the product or the service
that you, provide and charge for it because good money
is in exchange is supposed to, happen, Right there's nothing
wrong with making good money and then doing good things
like it's nothing wrong with, that, Right so know you're
worth a charge for, it and then how can people reach?
Speaker 7 (41:49):
Me you?
Speaker 5 (41:50):
Guys pretty much every single platform for, continuity it Is
Natasha himmingway with two. M's so it's that On, LinkedIn
that On, instagram that on, TikTok it's the same. THING
i want Website Tashi huway dot. Com it's not hard
to find me at.
Speaker 4 (42:03):
All it has been, Great and if you have anything coming,
up you can let us. Know ANY uh books coming,
out any programs coming out that you might want to
let us.
Speaker 5 (42:14):
Know you can do.
Speaker 4 (42:15):
That but it has been a pleasure having here today
sharing those sales nuggets with.
Speaker 6 (42:23):
Us hopefully some of us will get better at.
Speaker 7 (42:25):
It we will remember it's not about.
Speaker 6 (42:29):
You you're gonna get. That you're gonna get, it not about.
Me that's, right get better at doing.
Speaker 3 (42:34):
It but thank you so.
Speaker 4 (42:36):
Much it has been a pleasure having you on a
successful women's. Show so hope to have you come back,
again ESPECIALLY uh because there was a lot more we
could have. Covered we just you, know time just.
Speaker 6 (42:49):
Goes by so.
Speaker 4 (42:49):
Fast when you get get all this, information just pull
it out of, you it just goes by so.
Speaker 5 (42:56):
FAST i have to say, this Doctor, madeleine thank you
for doing what you're doing, right because what you're doing
is taking your, time your, experience your expertise to impart
that on other women so that seeds can be planted
and sown and.
Speaker 7 (43:11):
Grown and that's ripple, right that's that multi level.
Speaker 5 (43:15):
Impacting SO i just want to say thank you for
doing what you're doing and showing up and thank you
for the platform for us to share so that we
can pour another people and they can.
Speaker 6 (43:23):
Receive, well thank you so, much and know that you're.
Speaker 4 (43:27):
Welcome anytime anything you want to come back and share with,
us just let me know and we will.
Speaker 6 (43:32):
Bring you right back.
Speaker 7 (43:33):
Here okay, there well there.
Speaker 4 (43:36):
You so just want to let everybody know what will
be coming up, next some upcoming. Events just welcome to
some exciting things that's going.
Speaker 2 (43:47):
On.
Speaker 4 (43:48):
AGAIN i just want to make sure you know about
the fact That i'm honored to share THAT i am
officially one of the founding women on the Empower Her
wall by She Rises studios in partnership With PHOENIX, tv
which is a global movement showcasing two hundred trailblazing women
(44:09):
on one powerful digital wall Inside Allegiant stadium In Las.
VEGAS i Hope i'm pronouncing that correctly In Las, Vegas.
Nevada so On february twenty second of this, year The
Empowerment wall will be, unveiled and when the lights rise
(44:30):
and the cameras, roll the world will witness something. Extraordinary
two hundred women standing, together not in, competition not in,
division but in, unity equality and shared. Prosperity so for
those of you that might already live In Las, vegas
hope that see you there On february twenty, second.
Speaker 6 (44:53):
And because it's going to be a phenomenal.
Speaker 4 (44:55):
Event also still excited about the fact That The Successful
Women radio AND Tv show made the list of the
top one hundred Best, Career mindset And Working women, podcasts
and that we are proudly sitting at number, sixteen so
we're gonna keep at it so we can move up that.
(45:16):
List number sixteen out of one, HUNDRED i gotta say
is not. Bad this list highlights podcasts that empower women
to build successful, careers navigate workplace, challenges and find true.
Speaker 6 (45:33):
Fulfillment in work and.
Speaker 4 (45:35):
Life and SO i am honored to have The Successful
radio AND Tv show as a part of this.
Speaker 6 (45:42):
List, ALSO i want you to.
Speaker 4 (45:44):
Make sure to check out my book Show Up To
Rise Up explore The Transformative power of A Positive, mindset
which achieved bestseller status On amazon in The women And
Business so it's available for purchase On, amazon or if
(46:05):
you want to get the, book you can put my
name in the search Box Doctor Madelein Aane lewis and
it'll come right up On. Amazon, website or you can
go to my website which is www dot e X
wsi dot, com click on The success bookstore and you
will also be able to purchase the book from my.
(46:27):
Website make sure that you if you have not already
viewed MY TEDx talk THAT i did In, Vancouver, canada
make sure to do. So the topic was show up
To Rise, up and you can watch it on YouTube.
Again just put my name in the search Box Doctor
Madeleananne lewis and it will come right. Up or you
(46:49):
can email me for the direct link at info at
e x W si dot com AND i will send
you the direct. Link make sure to check it out
AS i am so excited because as of today it's
at two hundred and twenty six, thousand eight hundred and thirteen,
views and as you, know we're trying to reach that
(47:09):
goal of one million plus. Views SO i want to
thank those in advance who have been, supporting who have
been continuing to, share continuing to like and commenting on the,
video so please continue to do. So and, FINALLY i
am a contributing writer to Own it magazine WHERE i
(47:32):
share nuggets and resources every. Month on it magazine is
a resource for, personal professional and business. Development so make
sure if you want to get a free. Subscription YES
i said free, subscription you can do so by contacting
me At madlin at EX wsi dot com to be
(47:57):
able to get a free subscription To Own it, magazine
where you'll be able to read not only the information
THAT i, share but they have fabulous information in the magazine. Itself,
AGAIN i just want to again thank my, Guest Miss Natasha,
hemingway for sharing her nuggets with us on sales and
(48:22):
my views and my listeners.
Speaker 6 (48:23):
For joining me. Today this is The Successful Women's.
Speaker 4 (48:26):
Show i'm Doctor Madeleine Ann, lewis and if you'd like
to reach out to, me you can reach me by
email at info AT exwsi dot. COM i would also
like you to go to my website to download my
free three part video series on three things every woman
(48:47):
should do to position herself for executive. Leadership to do,
so go to www dot EX wsi dot. Com don't
forget to subscribe to our channel like and share this
episode with. Others As, again AS i, said we had
(49:08):
some great nuggets From Natasha. Hemingway, again this is The
Successful Women's. Show we are here every.
Speaker 6 (49:15):
WEEK i am your, host.
Speaker 4 (49:18):
Doctor madeline and lewis helping women to accelerate the path to.
Success thank you again for joining. US i love you
all to life and as, always be well and stay
safe out.
Speaker 6 (49:31):
There this is, success success
Speaker 3 (49:45):
Right all successful women
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